National Channel Partner Manager

Glean

1d • Remote

About The Position

Glean is seeking a National Channel Partner Manager. Glean’s global partnerships team is responsible for building a partner ecosystem to deliver and scale a best-in-class customer experience with the world’s leading AI-powered work assistant. You will be a key player in driving our partnership priorities across the generative AI landscape by building deep relationships with our top National Partners. You will be responsible for creating and delivering cross-functional strategies that will achieve sales and partnership goals with these partners. You will partner with cross-functional teams in Product, Engineering, and Go-To-Market to execute on strategic initiatives, including sales campaigns, executive alignment, and marketing events. The ideal candidate will be a problem solver with a strong sales and GTM background, along with experience in successfully building partner strategy in an extremely fast-moving, high-growth environment.

Requirements

• 4+ years of industry experience within partnerships/alliances, primarily in a sales capacity.
• 2+ years of direct sales/channel sales experience within the data, cloud, or SaaS space.
• Bachelor’s degree, with MBA preferred.
• Experience in channel recruitment and onboarding.
• Consistent track record of meeting and exceeding targets.
• Cloud Service Provider Marketplace experience (AWS, Azure, GCP, etc.).
• Ability to travel domestically and internationally up to 40% of the time.
• A strategic and structured problem solver who enjoys building new processes, relationships, and revenue streams, while setting and driving towards long-term goals.
• Resourceful and creative in order to effectively and efficiently build new processes and improve existing ones.
• Collaborative and eager to develop partner relationships and execute cross-functional teamwork.
• Thoughtful about strategy and metrics, paired with the ability to execute.
• Knowledgeable about the enterprise SaaS sales motion and how to make channel/VAR partners successful when selling Glean.
• Experience in designing and presenting business plans, tracking and improve partner progress, and communicate effectively both internally and externally
• A channel influencer, understanding the unique differentiators of channel partners and how to ignite co-sell motions accordingly.
• A collaborative team player with an ability to influence and advise stakeholders

Nice To Haves

• Preferred experience in consulting.
• Preferred experience working with national channel/VAR partners including CDW, SHI, AHEAD, and/or Trace3.

Responsibilities

• Strategic Partnerships: Develop and manage our GTM execution with our top National VAR Partners
• Build a strategy with each national partner with executive alignment and measurable goals.
• Drive top of funnel and demand gen activities with partners in conjunction with Glean’s internal marketing teams.Build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs.
• Deepen our VAR partnerships by identifying new joint opportunities.Collaborate with the broader partner landscape including our Cloud, GSI, and ISV partners.Execute strategy at a national and regional level for strategic national partners.
• Work cohesively and efficiently with Glean’s Regional Partner Managers to drive National Partner Strategy through regional execution.
• Drive and support enablement activities with partner sellers and technical teams, and drive internal enablement with Glean sellers on partner go-to-market and value.
• Support account mapping activities with national partner sellers and Glean sellers.
• Go-to-Market Strategy: Collaborate with partners to develop and execute joint go-to-market plans, including joint product development, co-sell campaigns, marketing activities, and customer engagements. Work with partners to develop partner-led insertion points, including joint solution and services offerings.
• Cross-Functional Collaboration: Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives and execute seamlessly across all functions and operating styles.
• Customer Success: Ensure that partner-driven projects are delivered successfully and that customers derive value from our solutions.
• Performance Monitoring: Track and report on key performance metrics, such as, opportunities, partner revenue, and partner pipeline, and make data-driven recommendations for improvements. Maintain SFDC hygiene and pipeline management, including partner team forecasting.Conduct regular business reviews with Glean and Partner executive stakeholders.
• Market Analysis: Stay current on market trends, competitor activities, and emerging technologies to identify new opportunities for partnerships and growth.
• Partner Support and Enablement: Work with our Regional Partner Managers + Partner Engineering team to ensure that our partners have the necessary training, resources, and support to effectively sell and implement our product.Tactical Execution: Where applicable, manage partner application and administration, including the reseller agreement process in collaboration with Legal. Handle deal registration qualification and administration.

Benefits

• We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals.
• When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing.
• We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager